Blog

Are You Determined to Know the Truth About Insurance Sales?

 

My career as an insurance and financial services keynote speaker wasn’t something, I fell into one fine day. I learned the insurance and financial services industry from the bottom up. Despite personal and physical hardship and sacrifice, I made it into the Million Dollar Round Table in five years.

Keeping Current

It’s important to me that I keep current with the insurance and financial services industry from a motivational speaker point of view and also for my knowledge base. As I am a virtual as well as in-person speaker, I was interested in a link sent to me by an old associated that was entitled The Truth About Being an Insurance Agent. As it was published recently, I wanted to understand the current thinking.

As my passion is motivating insurance and financial services industry sales people to achieve their best, I was interested in the section in the article “Why do insurance agents fail?”

The authors listed several reasons including: unrealistic expectations due to a lack of renewals; a lack of sales mainly due to a lack of industry knowledge and sales savvy; inadequate lead generation; running a business can be overwhelming and focusing on commissions instead of the needs of the customer. While it is impossible to find fault with the points, they seem to fall short of the actual reasons for the failures.

Mindset, Determination and Grit

My philosophy of insurance and financial services sales is based on three underlying principles: mindset, determination and grit.

As to the issue of unrealistic expectations leading to a lack of sales, if this were the case, no one would go into the profession at first, nor would anyone focus on generating leads. Or, for that matter, who would create an insurance and financial services business or want to make a difference in the lives of their clients?

If a new agent has a realistic mindset about what it takes to create a business, if they are determined to go after business and to generate leads, if they have the daily grit to deliver exceptional customer service and to run an outstanding business, they will succeed.

My philosophy is not based on hollow words. When I entered the insurance and financial services business, I was still undergoing physical therapy following a horrific automobile that left me a quadriplegic.  In my recovery, I developed the mindset to see myself heal, the determination to do whatever I could to improve inch by inch, step by step and most important, to have the grit to get better and be better every day.

It’s Not Beyond Your Ability

Never think that success is reserved for other people, it is right there for you. If you are determined to be successful in the insurance and financial services business you can do it. When I was recovering from my accident, I was surrounded by many terrific people who encouraged and pushed my healing. No one pushed me harder than I pushed myself.

However, there was one type of “visitor” I never allowed in my life: negative people. On your road to success, there will be negativity.

The truth is this: you can be successful. Be determined to be successful and have the grit to build something great for yourself. Let no one tell you otherwise.

 

Book Scott Burrows, Insurance and Financial Services Keynote Speaker today, for your next convention or sales meeting, through this website or by calling (520) 548-1169